Salesforce

DECEMBER 17, 2024

If you could create your ideal customer in a lab, who would they be? What would make them so uniquely suited to your product or service that they become a lifelong customer? These are the questions an ideal customer profile (ICP) helps sales organizations answer. What you’ll learn: What is an ideal customer profile (ICP)?

Prospecting 52

Prospecting Customers Territory E-commerce 52

Salesforce

NOVEMBER 12, 2024

A strong customer value proposition (CVP) is often the key to winning over potential buyers. Learn how to create a CVP that stands out from the competition and catches your target customer’s attention so you can start making more sales. What you’ll learn: What is a customer value proposition (CVP)?

Transportation 52

Transportation Drivers/motivators Customers Territory 52

Salesforce

APRIL 2, 2025

When you enable product-led sales and incorporate this approach into your sales strategy guide , companies can acquire customers by letting the product or service drive engagement. This shifts the sales focus from persuasion to value demonstration, making the process more customer-centric.

Product 79

Product Territory Sales Price 79

Salesforce

OCTOBER 22, 2024

Pioneered in the 1990s by Jack Napoli, the MEDDIC framework transforms teams into sales powerhouses by delving deep into the elements of the customer buying experience. And by the end, you’ll know more about your customer than you have before. Learn more What is the MEDDIC sales process? Let’s start with what MEDDIC means.

E-commerce 81

E-commerce Territory Pitch Sales 81

Salesforce

NOVEMBER 1, 2024

A spot bonus is an unexpected reward given to an employee to recognize their special contribution or achievement — especially when going above and beyond their typical responsibilities, like a service agent upselling to existing customers. When an employee embodies the core values or brand, such as above-and-beyond customer service.

Commission 97

Commission Territory E-commerce Drivers/motivators 97

Salesforce

MARCH 31, 2025

How many current customers offered referrals? Share experiences where they have succeeded before, highlight customer testimonials, and show them that both they and the company have made a real impact. Focus on small wins Alexine Mudawar CEO, Women in Sales “Focus on the small wins that lead to the bigger wins.

Drivers/motivators 57

Drivers/motivators Quota Territory E-commerce 57

Salesforce

SEPTEMBER 16, 2024

Usage-based pricing, also called pay-per-use or a consumption model, means that a customer only pays for the products or services they use. For example, the electric company charges customers for the amount of energy they use each month. Customers can then pay for extra units as needed. Learn how Revenue Cloud can help.

Price 52

Price Electricity E-commerce Finance 52

Salesforce

OCTOBER 8, 2024

According to the Salesforce State of Sales report, organizations use an average of 10 channels to sell to customers. Sales channels stand as the conduits that connect companies to their customers. Read on to learn how to leverage sales channels to help you reach more customers and steer business success.

Territory 90

Territory E-commerce Profit margin Sales 90

Salesforce

OCTOBER 29, 2024

Door-to-door (D2D) sales is a practice that requires a sales rep or team to visit customers in person, typically at their homes or workplaces. Like other sales approaches, the goal of door-to-door sales is to establish a relationship with a customer, upsell , cross-sell, and close more deals.

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

Salesforce

NOVEMBER 15, 2024

They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction. The sales role involves closing deals and meeting sales objectives through effective communication and understanding prospect and customer needs.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Salesforce

NOVEMBER 19, 2024

But the competition is fierce, and you’re not sure how to attract customers. There are cases in which a business brings an entirely new product or service to the marketplace and is able to set prices as high as customers will tolerate. That honesty can build trust between your organization and your customers.

Price 52

Price Profit margin Territory Cross-sell 52

Salesforce

DECEMBER 3, 2024

Let’s take a look at what it entails and how it can help you close deals and retain customers for the long haul. By avoiding the hard sell and focusing on guiding customers, it resets interactions that would otherwise be marked by suspicion and resistance. What you’ll learn: What is the Sandler Selling System?

Sell 52

Sell Technique Contract Territory 52

Salesforce

NOVEMBER 14, 2024

Deliver sales plans that perform and adapt Learn how Sales Planning helps you optimize for customer coverage, and gives you the flexibility to handle change. Watch the demo

Growth 52

Growth Quota Territory E-commerce 52

Salesforce

OCTOBER 25, 2024

Now any costs incurred to obtain and fulfill contracts need to be amortized over the estimated customer lifetime. White glove commission expensing White glove commission expensing operates on “bespoke” software that’s been heavily customized for your organization. But which process is best? Back to top) 2. Back to top) 4.

Commission 52

Commission Territory Transportation Contract 52

Salesforce

JUNE 12, 2024

Instead, your social channels are prime territory for building connections with new prospects and developing business relationships. The Salesforce State of Sales report finds that reps strive to meet rising customer expectations. Sales teams today can reach customers on LinkedIn, Facebook, X, Instagram, YouTube, TikTok, and more.

Sell 111

Sell E-commerce Territory Pitch 111

Salesforce

FEBRUARY 3, 2025

.” While “ Always Be Closing ” reflects the aggressive tactics of the past, modern sales prioritizes relationships and gathering as much context as possible to address customers’ needs. Account A business, customer, lead, or prospect a company engages with to sell products or services to.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Salesforce

OCTOBER 4, 2024

But as your customers, head count, and company continued to scale, so too did your mishmash of tools and spreadsheets, disorganized documents, and scrambled data. Unify sales, finance, and legal on the #1 AI CRM When sales, finance, and legal are disconnected, the customer feels the pain. Learn how Revenue Cloud can help.

GTM 98

GTM Territory Finance E-commerce 98

Salesforce

OCTOBER 16, 2024

Read on to learn how conversation intelligence can help generate customer insights to increase your sales. Conversation intelligence uses AI and machine learning to collect and analyze a sales team’s interactions with customers. What you’ll learn: What is conversation intelligence?

Conversion 59

Conversion Customers Territory CRM 59

Salesforce

OCTOBER 14, 2024

Successful sales teams have strong partnerships with many other teams within a typical organization – marketing, finance, sales enablement, customer support, implementation, and onboarding just to name a few. These partnerships are important to the company’s success and ensure a smooth experience across the entire customer lifecycle.

Commission 98

Commission Drivers/motivators Sales Trust 98

Salesforce

DECEMBER 12, 2024

For positive reviews or customer interactions: In customer support or service roles, bonuses may be offered as a reward for a positive review or interaction with a customer. In this scenario, the bonus is used to reinforce positive behavior.

Non-Profits 94

Non-Profits Objectives and Key Results Commission Territory 94

Salesforce

FEBRUARY 29, 2024

If my years in sales have taught me one thing, it’s to never assume I know what’s really keeping a customer up at night. Customers are diverse, and their pain points are more varied than you’d think. To overcome these obstacles, customers come to sales professionals for solutions.

Customers 52

Customers Territory E-commerce Pharmaceutical 52

Salesforce

MARCH 6, 2024

On the flip side, however, negotiations can go a long way toward cultivating a lasting customer relationship that could include additional sales opportunities. More generally, price negotiations present opportunities to learn about your customer, including their interests, challenges, and willingness to pay.

Negotiate 83

Negotiate Price Territory E-commerce 83

Salesforce

MARCH 12, 2024

And analyzing how quickly customers move through the sales pipeline — or where they stall — can identify things that are working well and areas that need improvement. If you find roadblocks, you can examine each phase of the customer journey to identify barriers and strategize ways to improve. 1/4 = 0.25

Territory 64

Territory Pipeline E-commerce Sales 64

Salesforce

MARCH 8, 2024

Each one of your reps has consistently demonstrated product knowledge in meetings and built strong relationships with clients, leading 100% of your customer base to renew their contracts. It’s nearing the end of Q4, and your team has met their sales quotas — maybe even exceeded them.

Commission 64

Commission Quota Territory Cold Call 64

Salesforce

MARCH 5, 2024

Lead qualification helps you determine whether a prospective customer is a good fit for your product(s). With a process that elevates potential customers based on the likelihood of closing and the value of each deal, among other factors, helping you use your time more effectively. Learn more What is lead qualification?

Territory 52

Territory SQL E-commerce Contact 52

Salesforce

MARCH 11, 2024

Benefits of account-based selling How account-based selling works 4 account-based selling best practices Getting personal: Customizing your ABS strategy Metrics that matter in account-based selling Tee up for success See how Sales Programs from Sales Cloud helps reps win more — and win bigger — within the flow of work.

Sell 59

Sell Cross-sell Territory CRM 59

Salesforce

MARCH 7, 2024

To successfully negotiate a contract in today’s sales climate, you need to prioritize relationship building over persuasion, practice active listening, and empathize with your customers’ challenges. If you’re wondering what that means in practice, you’re in the right place to learn.

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

Salesforce

DECEMBER 13, 2024

Some customer relationship management (CRM) tools use generative AI to help sales teams personalize their content. Talking about the customer from the get-go is a great way to differentiate yourself. Resources such as their company website, LinkedIn profiles, industry reports, and media coverage are valuable.

Presentation 52

Presentation Closing Territory E-commerce 52

Salesforce

MARCH 1, 2024

You send an email to a potential customer, a day or two or ten goes by, and crickets … nothing. Instead of accepting the silence and non-response, turn those crickets into loyal customers by learning how to send a reminder email that shines in their inbox. This creates excitement for the customer about the arrival.

Territory 52

Territory E-commerce CRM Start-ups 52

Salesforce

MARCH 12, 2024

Let’s take a closer look at how you can use this pricing strategy to attract customers. Customers often equate price with value, so meeting pricing expectations is important. If you price your products too high or too low, you can create unrealistic value expectations in customers’ minds.

Price 52

Price Profit margin Territory E-commerce 52

Salesforce

MARCH 7, 2024

Most clawbacks require a salesperson to return previously paid commission when a customer churns or cancels their purchase within a designated time period. For example, if a customer cancels their subscription shortly after signing up, the vendor doesn’t earn much from the deal in the long term.

Commission 52

Commission Finance Quota Legal 52

Salesforce

MARCH 1, 2024

Benefits of SPIFFs and when to use them Potential problems with SPIFFs and solutions How to implement a SPIFF program Motivate peak performance with real-time pay visibility Get complete incentive management in one package, complete with commission calculations, custom rep statements, and notifications.

Commission 52

Commission Teamwork Drivers/motivators Territory 52

Salesforce

SEPTEMBER 13, 2024

Wondering what it takes to be a territory sales manager? We’ll discuss what this career looks like, how to build your skills, a typical day for a territory sales manager, and metrics for success, so you can decide whether it’s the job for you. What you’ll learn What is a territory sales manager?

Territory 59

Territory Objectives and Key Results Cross-sell E-commerce 59

Salesforce

SEPTEMBER 25, 2024

Customized rep statements: Align organizational priorities to seller motivations. In-app comments and notifications: Manage questions, comments, and disputes efficiently, all within a single platform. Encourage cross-org collaboration with real-time comments and notifications for quicker alignment.

Commission 96

Commission Drivers/motivators Territory Sales 96

Salesforce

SEPTEMBER 26, 2024

It does have communities outside of just sales, including marketing and customer success, but its events and live online courses through “Pavilion University” help sales reps step up their game and leadership.

Territory 98

Territory Sales E-commerce Networking 98

Salesforce

FEBRUARY 17, 2025

Learning how to generate leads is just one part of the equation to increase sales success hinges on converting those leads into long-term customers and fostering relationships that drive long-term growth. That opens the door to growth, fuels innovation, and gives you the resources to better serve your customers.

Territory 54

Territory Negotiate E-commerce Objectives and Key Results 54

Salesforce

MARCH 3, 2025

Deal desks are essential in industries with complex sales cycles , custom solutions, or strict regulatory requirements. For example: SaaS businesses use Deal Desks to handle lengthy sales processes for custom features that need to integrate with their existing technology.

Legal 59

Legal Contract Finance Non-Profits 59